Insights

The oncology customer experience typically is negative and lags behind the experience that many other industries create for their customers. This report discusses how companies can add $50 - $75 million in incremental sales for every $1 billion in current sales by delivering a better customer experience.

About the Experts

Jon Roffman is managing principal of ZS’s Boston office
and leads ZS’s oncology field strategy practice. He is
focused on addressing sales and marketing issues for
clients in the oncology marketplace, with an emphasis on
field force and customer experience strategy, planning
and execution. Jon has significant experience with
oncology field teams including sales force, medical,
payer and key account teams. He also has led many
initiatives to design innovative customer engagement and
deployment models in oncology. Jon has advised more
than 20 oncology companies on sales and marketing
strategy issues, ranging from small biotechnology
companies launching their first products to large
pharmaceutical companies building out their portfolio.

Sankalp Sethi is a manager in ZS’s Boston office and is a
member of the ZS oncology vertical. Over the past seven
years, Sankalp has helped ZS clients commercialize
products in oncology and specialty therapeutics. He has
helped clients develop commercialization strategies and
segmentations, and design forward-looking local and
global go-to-market models to successfully navigate the
evolving dynamics in the oncology market.

Pranav Srivastava is a manager in ZS’s Chicago office.
His 11 years of experience at ZS have included projects
ranging from market research and market coverage
optimization to business intelligence reporting and
analytics for clients in the technology, pharmaceutical
and medical device industries. Pranav currently focuses
on market research and analytics for pharmaceutical
clients and is part of ZS’s oncology vertical.